Why You Should Make it Easy to Buy from You

Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it comes to the moment of truth, i.e. making the buy-decision, however, the customers begin hesitating and even backing off. Houston, we just lost a potential customer. In selling and sales…

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You Know a Salesperson from the Numbers

Have you ever heard someone say “I’m a really great salesperson”, but once you have hired or partnered up (business wise) with that wonderful person, you only become disappointed. As it happens, contrary to what he or she (from this point on, I will only use “he”) promised, the self-proclaimed top salesperson repeatedly fails brining…

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3 Key Components for Success in Value Sales

‪Here are 3 key components for building a value-based business and become successful. This brief video discusses key components for business success through value co-creation as part of value sales and value pricing (or value-based pricing, VBS). Hope the below brief video that I uploaded on Linkedin provides you inspiration and new thoughts. See you…

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Why it’s Important to Know Your Customer

Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are in or responsible for sales and business in a B2B environment? Here are some thoughts from my recent MBA and Executive MBA trainings in sales, purchasing and pricing course. Watch…

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What is Customer Focus, Why is it Important and How to Become Customer Focused

Being customer focused is likely to make customers more interested in dealing with you (as opposed to choosing your competitor). As a result, being customer focused can help you improve your sales, business, and profits. Let me explain this in detail – or, if you’re in a hurry, just watch the below video to cut to the chase.…

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Why You too should create Your Customer Avatar

In this video we discuss the Customer Avatar and why it makes sense to zoom in on one when segmenting your customers.  

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What is Value Pricing or Value-Based Pricing?

  Abstract: Value-based pricing or value pricing refers to strategic pricing, where you price your service offering (goods/services) based on the value of it for your customers, as opposed to its production cost or market price. The benefits of value pricing compared to traditional pricing can for the buyer/customer include a closer match between actual use…

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Sales goes Digital at the Divia Event

Digitalization has changed not only how we  behave, but also how we buy – regardless if in B2C or B2B. Buyers are becoming increasingly well-informed of our offerings and those of our competitors. How should we in sales react to the situation when buyers contact potential suppliers even later in their buying processes? Are salespeople still needed?…

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News: Value sales article in “Myynti & Markkinointi”

New value sales article in the leading Finnish sales & marketing publication “Myynti & Markkinointi” on the importance of knowing your customer’s business (including understanding their business figures), pp 19-23. In B2B sales, it is not enough to know your own offering, your competitors’ offerings and your customer’s needs & wants. You also need to…

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New Article by Viio & Grönroos: How buyer–seller relationship orientation affects adaptation of sales processes to the buying process

  The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos, the Legend of Marketing, on value sales and how the buyer-seller relationship orientation affects the adaptation of the sales processes to the buying processes is now available. Highlights of the study: This study focuses…

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